Case Study: IntSights drives 40% of sales pipeline with SaaSMQL

How IntSights drives 40% of its sales pipeline from the ABM program

IntSights, a developer of external threat intelligence software, needed to replace the pipeline it had previously generated from events before COVID-19. To meet that challenge, it partnered with SaaSMQL to expand its account-based marketing efforts with support for strategy, operations, and implementation of scaled ABM campaigns.

SaaSMQL built an integrated ABM funnel using cold email outreach, LinkedIn ads, and direct mail, tied together with a Marketo landing page and automated follow-up sequences. The program generated 169 opportunities and $1.2M in pipeline in just under 9 months, drove 40% of IntSights’ sales pipeline, and achieved a cost of $364 per qualified opportunity.

IntSights

Jonathan Beaton

Vice President of Marketing